Vaccine Account Manager - Nashville/Chattanooga, TN
Scorpion Therapeutics, East Chattanooga, Tennessee, United States
Role Summary
The Vaccine Account Manager (VAM) is pivotal in owning the B2B customer relationship in the largest and most complex healthcare delivery networks. The role is to serve as the primary liaison with our largest customers and to engage C/D level clinical & non-clinical stakeholders to understand unique customer needs & priorities and to deliver a customized value proposition. The VAM must possess strong customer engagement skills, knowledge of healthcare contracting and customer-specific decision making, and the ability to work across a complex group of internal and external stakeholders. This role requires a strategic professional who can build relationships with complex healthcare organizations, navigate formulary processes, and ensure optimal patient access to vaccines. The VAM leverages and coordinates with field teams to achieve and exceed ambitious sales growth of our vaccine portfolio within integrated delivery networks. Responsibilities
Build partnerships with large-organized customers, incl. HSs, Public Awardees & FQHCs and key decision-makers (e.g. Chief Medical Officers, Pharmacy Directors, Infectious Disease Specialists and P&T Committee members) Identify the customer’s objectives/goals and how vaccination efforts can help support Develop robust customer-specific and area Business Plans leading to Good Selling Outcomes/GSO (e.g. stakeholder mapping, budget cycles, formulary timelines and business reviews) Navigate complex organizational structures to identify clinical operational and financial influencers to progress on vaccine access/formulary status, policy/protocol, stocking and pull through Work closely with Public Sector decision makers to advance immunization efforts and address local policy shifts. Represent needs to Field and HQ leadership for timely support Strategically manage key accounts through comprehensive business review, knowledgeable contract performance discussions, organization of educational programs and attendance at key customer meetings and medical conferences Achieve or exceed customer-specific targets, incl. volume, IZ rates, market share, annual sales targets for vaccine portfolio Define and achieve customer-specific objectives and GSOs with KPIs for success. Support the contracting process in partnership with Contracting Specialists Execute consultative selling processes to position vaccines as a leading intervention “Quarterback” VBU needs and objectives and work with Sales leadership to guide local Sales teams operating within the customer network. Coordinate organizational support to meet customer needs. Support vaccination programs within and across channels including strong referrals to Retail pharmacy setting, Adjudication support and utilization of digital platforms, as appropriate Partner with internal teams (E.g. Contracting Specialists, OPAS/HSDs, Medical Affairs and Marketing) to compliantly offer relevant resources and present the clinical, economic and operational value of vaccines Collaborate with Market Access to address coverage, reimbursement, and contracting challenges Develop expertise in vaccines, disease states, immunization guidelines, and competitive landscape Provide evidence-based clinical education to healthcare professionals on vaccine efficacy, safety profiles, and administration protocols Stay current with CDC guidelines, Medical Society recommendations and Health Quality metrics Analyze key account performance, market trends, competitive activities, and formulary landscape to identify growth opportunities Provide market feedback to internal stakeholders on positioning and pricing Maintain detailed customer interaction and activity records in CRM systems Complete required training programs, certifications, and compliance modules Ensure all promotional activities comply with pharmaceutical regulations and company policies Qualifications
Required: Bachelor’s Degree Required: Previous vaccines sales experience Required: Must possess a combined minimum of 5 years of the following: Pharmaceutical Sales, Pharmaceutical Marketing, Payer and/or Business Development Experience Required: Valid driver’s license Travel Required: Up to 40% (based on specific district size) Preferred: Master’s Degree - business, public health, hospital administration or similar field a plus Preferred: Deep knowledge of contracting in the healthcare industry Preferred: Expertise in the vaccines marketplace, GSK and competitive portfolios and customers Preferred: Deep knowledge of the Health Systems business model, organizational structure, key stakeholder roles and decision-making processes (P&T, formulary, etc.) Preferred: Experience calling on C/D level within large, complex healthcare delivery networks (e.g. IDNs) Preferred: Experience with lateral leadership in a highly matrixed organization Skills
Advanced business acumen and analytical skills to diagnose opportunities Strong communication, presentation (live and remote) & influencing skills to work with large customers Ability to translate strategy to local level business and strategic account plans Impact and influence with other Sales leaders and representatives to mobilize action plans in support of priority customers Education
Bachelor\'s Degree Master\'s Degree preferred Additional Requirements
Location: This is a field-based position. The percentage of travel will be determined by customer location in relation to the geographic location of the successful candidate.
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The Vaccine Account Manager (VAM) is pivotal in owning the B2B customer relationship in the largest and most complex healthcare delivery networks. The role is to serve as the primary liaison with our largest customers and to engage C/D level clinical & non-clinical stakeholders to understand unique customer needs & priorities and to deliver a customized value proposition. The VAM must possess strong customer engagement skills, knowledge of healthcare contracting and customer-specific decision making, and the ability to work across a complex group of internal and external stakeholders. This role requires a strategic professional who can build relationships with complex healthcare organizations, navigate formulary processes, and ensure optimal patient access to vaccines. The VAM leverages and coordinates with field teams to achieve and exceed ambitious sales growth of our vaccine portfolio within integrated delivery networks. Responsibilities
Build partnerships with large-organized customers, incl. HSs, Public Awardees & FQHCs and key decision-makers (e.g. Chief Medical Officers, Pharmacy Directors, Infectious Disease Specialists and P&T Committee members) Identify the customer’s objectives/goals and how vaccination efforts can help support Develop robust customer-specific and area Business Plans leading to Good Selling Outcomes/GSO (e.g. stakeholder mapping, budget cycles, formulary timelines and business reviews) Navigate complex organizational structures to identify clinical operational and financial influencers to progress on vaccine access/formulary status, policy/protocol, stocking and pull through Work closely with Public Sector decision makers to advance immunization efforts and address local policy shifts. Represent needs to Field and HQ leadership for timely support Strategically manage key accounts through comprehensive business review, knowledgeable contract performance discussions, organization of educational programs and attendance at key customer meetings and medical conferences Achieve or exceed customer-specific targets, incl. volume, IZ rates, market share, annual sales targets for vaccine portfolio Define and achieve customer-specific objectives and GSOs with KPIs for success. Support the contracting process in partnership with Contracting Specialists Execute consultative selling processes to position vaccines as a leading intervention “Quarterback” VBU needs and objectives and work with Sales leadership to guide local Sales teams operating within the customer network. Coordinate organizational support to meet customer needs. Support vaccination programs within and across channels including strong referrals to Retail pharmacy setting, Adjudication support and utilization of digital platforms, as appropriate Partner with internal teams (E.g. Contracting Specialists, OPAS/HSDs, Medical Affairs and Marketing) to compliantly offer relevant resources and present the clinical, economic and operational value of vaccines Collaborate with Market Access to address coverage, reimbursement, and contracting challenges Develop expertise in vaccines, disease states, immunization guidelines, and competitive landscape Provide evidence-based clinical education to healthcare professionals on vaccine efficacy, safety profiles, and administration protocols Stay current with CDC guidelines, Medical Society recommendations and Health Quality metrics Analyze key account performance, market trends, competitive activities, and formulary landscape to identify growth opportunities Provide market feedback to internal stakeholders on positioning and pricing Maintain detailed customer interaction and activity records in CRM systems Complete required training programs, certifications, and compliance modules Ensure all promotional activities comply with pharmaceutical regulations and company policies Qualifications
Required: Bachelor’s Degree Required: Previous vaccines sales experience Required: Must possess a combined minimum of 5 years of the following: Pharmaceutical Sales, Pharmaceutical Marketing, Payer and/or Business Development Experience Required: Valid driver’s license Travel Required: Up to 40% (based on specific district size) Preferred: Master’s Degree - business, public health, hospital administration or similar field a plus Preferred: Deep knowledge of contracting in the healthcare industry Preferred: Expertise in the vaccines marketplace, GSK and competitive portfolios and customers Preferred: Deep knowledge of the Health Systems business model, organizational structure, key stakeholder roles and decision-making processes (P&T, formulary, etc.) Preferred: Experience calling on C/D level within large, complex healthcare delivery networks (e.g. IDNs) Preferred: Experience with lateral leadership in a highly matrixed organization Skills
Advanced business acumen and analytical skills to diagnose opportunities Strong communication, presentation (live and remote) & influencing skills to work with large customers Ability to translate strategy to local level business and strategic account plans Impact and influence with other Sales leaders and representatives to mobilize action plans in support of priority customers Education
Bachelor\'s Degree Master\'s Degree preferred Additional Requirements
Location: This is a field-based position. The percentage of travel will be determined by customer location in relation to the geographic location of the successful candidate.
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